accommodating style

refers to cooperative and unassertive behaviors.

attitudinal structuring

is the process by which the parties seek to establish feelings and relationships.

avoiding style

refers to unassertive and uncooperative behaviors.

BATNA

refers to the Best Alternative To a Negotiated Agreement and refers to the negotiator’s absolute bottom line.

collaborating style

refers to high levels of cooperative and assertive behaviors.

compromising style

refers to behaviors at an intermediate level of cooperation and assertiveness.

conflict

is a process in which one party (person or group) perceives that its interests are being opposed or negatively affected by another party.

conflict management

refers to the diagnostic processes, interpersonal styles, and negotiation strategies that are designed to avoid unnecessary conflict and reduce or resolve excessive conflict.

distributive negotiations

involve traditional win–lose situations in which one party’s gain is the other party’s loss.

forcing style

refers to assertive and uncooperative behaviors and represents a win–lose approach to interpersonal conflict.

integrative negotiations

involve joint problem solving to achieve results that benefit both parties.

intergroup conflict

refers to opposition, disagreements, and disputes between groups or teams.

interpersonal conflict

occurs when two or more individuals perceive that their attitudes, behaviors, or preferred goals are in opposition.

intragroup conflict

refers to disputes among some or all of a group’s members, which often affect a group’s dynamics and effectiveness.

intraorganizational negotiations

involve negotiators building consensus for agreement and resolving intragroup conflict before dealing with the other group’s negotiators.

intrapersonal conflict

occurs within an individual and usually involves some form of goal, cognitive, or affective conflict.

mediation

is a process by which a third party helps two (or more) other parties resolve one or more conflicts.

negotiation

is a process in which two or more interdependent individuals or groups who perceive that they have both common and conflicting goals state and discuss proposals and preferences for specific terms of a possible agreement.

negotiator’s dilemma

is a situation in which the tactics of self–gain tend to restrain moves to create greater mutual gain.

principled negotiations

refer to the prescribed ways in which the parties should negotiate to resolve disputes.

role

is the set of interconnected tasks and behaviors that others expect a person to perform.

role ambiguity

is the uncertainty and lack of clarity surrounding expectations about a single role.

role conflict

occurs when a focal person is pressured by role senders to respond and behave in ways that are incompatible with the focal person’s preferences.

role set

is the group of role senders that directly affect the focal person.

task interdependency

refers to the interrelationships required between two or more groups in achieving their goals.